Regional Sales Manager - Appalachian

O’Neill Vintners and Distillers•Nashville, TN

About The Position

O’Neill Vintners & Distillers is seeking an experienced Regional Sales Manager to drive sales and growth across North Carolina, South Carolina, and Tennessee. Reporting to the Vice President of the Central Region, this role partners with senior-level distributor networks, develops strategic account relationships, and leads brand strategy and budget management to maximize revenue, expand market share, and elevate brand visibility. The Regional Sales Manager collaborates with the Strategic Accounts team to drive execution and growth across on-premise and off-premise channels. The role owns regional and key-customer financial performance and is responsible for developing and executing annual sales strategy, planning, pricing, focus markets, and KPIs. It includes analyzing and reporting business and brand performance, managing distributor relationships, leading customer meetings, and overseeing execution and evaluation of national and local programs. Success is measured through depletions attainment, profit and revenue growth, and distribution and account-sold growth. The position is classified as exempt and involves frequent travel to customer sites and markets, with travel estimated at 40%. Work is performed in a field environment or home office, with occasional visits to headquarters for meetings.

Requirements

At least 5 years of industry or sales experience in a consumer products environment.
Experience owning revenue, A&P spend, and budgets.
Knowledge and experience with on-premise and off-premise business and the three-tier system.
Valid state driver's license.
Ability to build and maintain effective working relationships with distributors, accounts, and internal stakeholders.
Strong command of pricing structures and highly skilled negotiation with distributors and key accounts.
High proficiency in Microsoft Office, including Word and Excel, and demonstrated excellence in building PowerPoint presentations.
Excellent written, oral, and listening skills.
Ability to manage multiple projects, set priorities, and complete assignments accurately and on time.
Ability to assess, triage, and resolve complex issues.
Ability to influence others without direct authority.
Ability to coordinate multiple tasks, maintain focus and attention to detail in a fast-paced environment, and perform some repetitive motion activities.
Ability to travel frequently by air and automobile and lift up to 50 pounds.
Ability to determine wine color, smell, and taste using sight, smell, and taste.

Nice To Haves

Large-state or multi-state management experience.
Bachelor's degree in a related field.

Responsibilities

Develop, plan, and execute annual sales strategy, including pricing, focus markets, and KPIs.
Own the region and key-customer P&L.
Execute and evaluate Strategic Account programs.
Analyze business and brand performance proactively and report findings to the Vice President.
Own relationships and lead local key account and customer meetings.
Manage wholesaler relationships at senior levels, including VP Wine, EVP, and local customer account teams.
Lead and prepare monthly and quarterly reviews and use O’Neill Scorecards.
Manage market work, including GSMs, surveys, blitzes, account visits, and work-withs.
Execute, measure, and evaluate national and local programs and initiatives.
Grow share in assigned accounts through new distribution and programming activation.
Build annual account objectives with marketing, customer, and wholesaler teams.
Execute pricing and account investment strategies.
Serve as a knowledge expert on assigned customers.
Use storytelling and pricing to negotiate effectively and address internal bias and customer objections.
Use syndicated and qualitative data to develop insights and support business storytelling.
Keep internal partners informed of critical information.